Marketer
How To Prepare for Client Interviews
What do engineers and architects have in common with Broadway actors? They both perform. And great performances lead to public acclaim and future work. The decision to deliver a winning
Category: Marketer
Amplify A|E|C
The Construction Channel features an interview with SMPS CEO Michael Geary
On August 20, 2019, The Construction Channel featured an interview from Build Business, the SMPS annual conference, with SMPS CEO, Michael V. Geary, CAE, about the value and importance of
Amplify A|E|C
Engineering News-Record quotes Donna Corlew and Frank Lippert
The two past SMPS presidents presented research during the Fellows Symposium at Build Business. On August 13, 2019, Engineering News-Record quoted Donna Corlew, FSMPS, CPSM, chief whatever it takes officer of
Marketer
A More Valuable Way To Think About Value Proposition
An A/E/C firm’s value proposition communicates the tangible result of engaging with the firm, making it the most persuasive factor in marketing. In fact, the value proposition is often central
Marketer
Develop a Client Service Program That Works
Many books and articles have been written advocating the importance of client care in the A/E/C industries. However, the literary shelves are barren when it comes to offering advice on
Business Development
Can an Introvert Succeed at BD?
If you’ve heard me speak or have read my previous articles, you know that I’m a strong proponent of building a firmwide culture of business development (BD) by having everyone
Business Development
It’s Time To Change Your Story About Business Development
I’ve witnessed many A/E/C and environmental consulting professionals and firms shroud the topic of business development in a level of mystery and complexity that’s just not serving them well.
Marketer
Practical Advice for Launching a Strategic PR Program
The breakneck demands of today’s A/E/C marketers can banish public relations to the back burner as team members perpetually scramble to meet the latest proposal deadline. Though understandable, this familiar
Business Development
The Secret To Winning More Work
Anyone who sells products or services understands how difficult it can be to win business. You often find yourself up against prospects who are under pressure to control costs, and
Marketer
Six Steps To Securing Headlines
Constantly seeing your competition’s name in the press can be frustrating. And that frustration multiplies when your firm’s leadership stops by your office to ask, “Why weren’t we included in
